From Friend to Educator to Advisor
Description
Many of us study Passive House because we believe that Building to Passive House can reduce the built environments’ impact on the planet, reduce energy bills and make our homes/buildings last longer. And many of us believe that this is reason enough for our clients to make the “obvious” decision to only build to the Passive House standards so we walk through our professional lives giving statistics and facts, reasoning that this alone should sell people on Passive House. But the problem is, that is not the real world. Most of us would love to sell more Passive House Projects but we are often stunned when our phones are not ringing off the hook after the most recent tornado in Santa Cruz or when that great client “just doesn’t care that much about their utility bill or the impact of fracking on the water quality in Pennsylvania”. Here’s A Secret: “This is a “You” problem, not a “Them” problem”.
This presentation will help you use your Passive House training to sell projects, solve problems for you and your clients, while at the same time, increasing your business, making you more money, giving you an edge up on all of your competitors all while helping the planet.
Learning Points
- Sales is not about selling, it is about solving
- You cannot learn while talking
- Every “want” and “need” has many levels of Reason(pain)
- Asking focused and carefully designed questions is the key
- Sell the benefits of Passive house not the words “Passive House”
- Sell to their values not yours
Presenter
David Edwards, PhD, LEED-AP, CGBP,GPR, HERS, CPHT, LFA
CEO, Earth Bound Homes, Inc.
